TY  - BOOK
AU  - Stuchbury,Stewart
TI  - Winning new business
T2  - For dummies
SN  - 1119274168
AV  - HF5438.25 .S768 2017
PY  - 2017///
CY  - West Sussex, Chichester
PB  - John Wiley & Sons
KW  - Selling
KW  - Success in business
KW  - Entrepreneurship
KW  - fast
N1  - Includes index; Getting started with winning new business. Introducing a winning new business culture ; Having something relevant to say ; Making first impressions count ; Using technology to help -- Planning for new business. Presenting solutions ; Marketing matters ; Making it easy to say yes ; Elevator pitching ; Prospecting effectively -- Making new business happen. Overcoming objections ; Structuring the deal ; Having the confidence to say no ; Asking for the order ; Understanding that "selling hard" isn't the answer ; Taking action today -- Rainmaking: developing a constant stream of new business. Reaching a win-win solution ; Networking effectively ; Managing the perception of risk ; Qualifying potential business ; Knowing when to move on ; Being realistic with forecasts -- The part of tens. Ten key metrics to watch ; Ten prospecting resources
N2  - "New business is the lifeblood of every company - and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the talk and closing more deals in no time!"--Publisher's description
ER  -